Representation and reuse of design knowledge: an application for sales call support

Authors:
Julian R. Eichhoff;Wolfgang Maass
Affiliations:
Furtwangen University, Furtwangen, Germany;Furtwangen University, Furtwangen, Germany and University of St. Gallen, St. Gallen, Switzerland
Venue:
KES'11 Proceedings of the 15th international conference on Knowledge-based and intelligent information and engineering systems - Volume Part I
Year:
2011

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Abstract

This paper presents a Bayesian network representation of the function-behavior-structure (FBS) framework [10], which is used to guide salespersons through conceptual design tasks in lead qualification situations. After we outline the lead qualification situation and state the need of design support for salespersons, a review of the related works shows the necessity for a knowledge representation, which explicitly addresses the uncertainty of design decisions. In the remainder we propose a representation, which is capable of this, and close with an application example for sales call support.